Sales Turnover Hits 35%: Why CROs Must Own the Commission Plan
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View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/b0bdcd02-5f03-4115-b04f-9f2a9dc1a739/CFO_Report.png?t=1794242770) Caption: ---------- ## [_**Salesforce Wants to Hear Every Customer. Fullcast Wants to Know What Happens Next**_](https://www.fullcast.ai/content/salesforce-wants-to-hear-every-customer-fullcast-wants-to-know-what-happens-next/) Salesforce's planned acquisition of Cresta signals a major shift in the AI-powered sales race. But understanding customer conversations is only half the battle. While Salesforce invests in listening, Fullcast has been building the technology to turn those insights into better forecasts, smarter territories, and real revenue decisions. The next big winner in RevOps may not be the company with the smartest AI, but the one that knows what to do with it. Read more. -------------------- ## [_**HubSpot’s AI Problem Isn’t the Technology. It’s Proving the Value**_](https://www.fullcast.ai/content/hubspots-ai-problem-isnt-the-technology-its-proving-the-value/) HubSpot's AI agent trials surged 64%, yet its projected revenue growth is slowing to 12%. The disconnect exposes an uncomfortable truth: Companies are eager to experiment with AI, but proving its value is another story. Here's why Fullcast's approach to RevOps could give it a competitive advantage in the race to turn AI promises into actual revenue. -------------------- ## [_**AI Isn’t Replacing Your Sales Team. But It Is Changing Their Job**_](https://www.fullcast.ai/content/ai-isnt-replacing-your-sales-team-but-it-is-changing-their-job/) Forget the AI robot takeover. New research shows that 41% of companies say AI is changing jobs rather than eliminating them. But as sales teams become more productive, a bigger question emerges: Will companies rethink territories, quotas, and compensation—or simply expect everyone to do more with less? Read the full article. ----------——————————————————————————— ## **The Top Stories on Finance and Commissions** Most revenue leaders are excited about AI until they realize it adds more dashboards than decisions. Here is what is actually moving the needle on commissions, quotas, and automation this week. ---------- View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/39a9ede5-a928-40d9-a8f1-f789f85584a0/Sales_Quota_Ramp_Schedule.jpg?t=1794243468) Follow image link: (https://www.commissionly.io/why-your-sales-quota-ramp-schedule-is-sabotaging-new-hires/) Caption: ## [_**Better Sales Ramp Plans Can Boost Revenue 23%. So Why Are We Still Guessing?**_](https://www.commissionly.io/why-your-sales-quota-ramp-schedule-is-sabotaging-new-hires/) Your new sales hires might not be underperforming. Your quota ramp schedule might be setting them up to fail. Research cited in the article suggests structured ramp periods can boost first-year revenue by 23%, yet many companies still rely on arbitrary targets that distort forecasts and drive away promising talent. Here's why your ramp schedule could be costing you more than you think -------------------- ## [_**Sales Turnover Hits 35%: Why CROs Must Own the Commission Plan**_](https://www.commissionly.io/your-cro-owns-quota-but-not-commission-thats-a-problem/) The median AE quota-to-OTE ratio climbed to 4.6x this year. Yet many CROs own the revenue target while Finance designs the compensation plan. Separating the two creates misaligned behaviors and drives a massive 35% annual sales turnover rate. Revenue leaders must take control of commercial design to ensure quotas match credible earning opportunities. ----------View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/a3989567-623d-4016-8396-87aa79601fa1/unnamed.png?t=1793634047) Follow image link: (https://www.fullcast.ai/product/territory-management-platform/) Caption: ---------- ## [_**58% of Reps Leave Over Pay Transparency**_](https://www.commissionly.io/building-plan-to-pay-agents-will-trust/) A staggering 58% of departing sales reps cite pay transparency as a factor in their exit, even when their total payout is accurate. When sellers cannot trace their payout from quota to deposit, distrust compounds. Commission teams need to build a complete audit trail that agents can actually read. -------------------- ## [_**Forecast Accuracy Stalls Below 90% Despite Revenue Intelligence**_](https://www.commissionly.io/revenue-execution-vs-revenue-intelligence-pick-the-right-fight/) Fewer than 10% of B2B revenue organizations achieve forecast accuracy above 90%. More data and better algorithms have been available for years. The gap persists because intelligence only highlights pipeline risk. Revenue execution actually assigns the owner, triggers the intervention, and pays the resulting commission accurately. ----------View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/421b04e5-73b0-4271-8c60-e0877f8423b2/Build_vs_Buy.png?t=1786496115) Follow image link: (https://www.fullcast.ai/ebooks/builder-buyer-both-ebook/?utm_campaign=16537492-This%20Week%20in%20RevOps%20Weekly%20Newsletter&utm_source=hs_email&utm_medium=email&_hsenc=p2ANqtz-_z0Ze7XGmFf8BSZZIEVynbKiMjq5KrqZkW15RrK6byn5hnH2q1mjjZHZ7IhZRHe0iQ8PXT) Caption: Every RevOps and GTM leader is facing the same question right now: build it with AI, or buy the platform built for the job? Fullcast surveyed nearly 100 senior revenue operators, 97% Director-level or above, to find out how they're actually making that call. This is a de-identified, question-by-question analysis built for the people who actually own these tooling decisions. Whether you're deciding what to build next quarter or trying to bring some structure to a decision that's currently made ad hoc, this report gives you the data to back it up. [_**Click here**_](https://www.fullcast.ai/ebooks/builder-buyer-both-ebook/?utm_campaign=16537492-This%20Week%20in%20RevOps%20Weekly%20Newsletter&utm_source=hs_email&utm_medium=email&_hsenc=p2ANqtz-_z0Ze7XGmFf8BSZZIEVynbKiMjq5KrqZkW15RrK6byn5hnH2q1mjjZHZ7IhZRHe0iQ8PXT) to download the ebook today! ---------- ## [_**130,000 Assigned Leads Went Untouched Before AI Stepped In**_](https://www.fullcast.ai/content/your-crm-knows-who-owns-the-lead-does-it-know-who-earned-the-commission/) Your CRM says every lead has an owner. Your sales floor tells a different story. One analysis found 130,000 assigned leads sitting untouched. When multiple reps eventually touch a disorganized account, commission disputes explode. RevOps teams must synchronize territory changes with routing rules to prevent credit theft and lost revenue. -------------------- View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/42ea87d9-4cca-4d79-980d-b59957f81374/commission-tracking-software.jpg?t=1794243525) Follow image link: (https://www.commissionly.io/when-ai-replaces-a-task-vs-when-it-replaces-a-cost/) Caption: ## [_**AI Automates 70% of Compliance Checks, Saving Up to $500K**_](https://www.commissionly.io/when-ai-replaces-a-task-vs-when-it-replaces-a-cost/) AI can automate 70% of compliance workflows and save banks half a million dollars annually. But automating a task does not automatically reduce your operating costs. If your headcount remains identical and vendor spend stays flat, you generated a productivity gain. Real cost replacement only happens when a specific line item on your P&L decreases. ----------——————————————————————————— ## **Commissions Tip of the Week: Pass the avoidable cost test** Before you approve the next AI tool for your commission workflow, run the avoidable cost test. Map the full process, including upstream inputs and downstream approvals. Then ask which specific cost line will actually decrease. Will headcount drop? Will a vendor contract end? Will overtime hours fall? **_Why it matters:_** If you cannot name a specific cost that disappears, you are buying a productivity tool. That is a completely legitimate purchase. Just do not take it to your CFO as a cost-reduction initiative. Honest labeling lets you defend both types of investment on their actual merits. ——————————————————————————— View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/74bdd3f8-30af-499a-adb7-1f0e2f764cba/Jason_Osmond__GTM_Podcast.png?t=1794242726) Follow image link: (https://www.fullcast.ai/podcasts/jason-osmond/) Caption: ## **Jason Osmond: The Restaurant Marketing Strategy Most Brands Are Missing** Most restaurant chains spend millions convincing people to eat their food. Aubergine Kitchen is taking a different approach: Give people something worth believing in, and they'll come to you. What started as a mission to make healthy food taste incredible has become an ambitious restaurant growth story. With 15 locations, five more planned, and a vision of expanding to 300 restaurants, Aubergine Kitchen is building a business around something bigger than what's on the menu. And according to Jason Osmond, Director of Business Development at Aubergine Kitchen, the secret isn't a massive advertising budget or an aggressive sales strategy. It's community. In this episode of the Go-To-Market Podcast, host Dr. Amy Osmond Cook, CMO and co-founder of Fullcast, sits down with Jason Osmond to explore how a restaurant brand can turn a simple philosophy into a competitive advantage. The two have plenty of history. They're cousins, longtime friends, and former business partners who spent nearly a decade building Osmond Marketing, later known as Stage Marketing. Now, Jason is applying those years of marketing experience to an entirely different industry, with some surprising results. From creating a distinct market position to attracting 1,200 people to a nutrition event, Jason explains why the best marketing sometimes doesn't look like marketing at all. Listen Now (https://www.fullcast.ai/podcasts/jason-osmond/) ——————————————————————————— ## **The Revenue Finance Roadmap** ==Here are some events for navigating the future of compensation, valuation models, and financial performance:== ---------- * [_**CFO Summit Chicago**_](https://events.financealliance.io/location/chicago)** **- See exactly how fast peers are moving to re-cut a signed-off budget once Q1 numbers shift, what evidence actually triggers it, and who has the authority to approve it without restarting the full budget cycle. * Date: November 17, 2026 * Location: Chicago, IL -------------------- * [_**Fintech NerdCon**_](https://www.fintechnerdcon.com/?utm_campaign=16537492-This%20Week%20in%20RevOps%20Weekly%20Newsletter&utm_source=hs_email&utm_medium=email&_hsenc=p2ANqtz-9Do1B4poGKR4HbmvwSImAb8VUGRiFihI_b1x61Ee9uiuWWkMA-lXWW3JYVHkf1euN3snvA)** **- NerdCon brings together 1,500 carefully curated fintech operators building the infrastructure, trust layers, payment rails, AI systems, and products shaping the future of financial services. * Date: November 18-20, 2026 * Location: San Diego, CA ----------——————————————————————————— View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/6449c252-17be-4d54-89b9-59856817f421/Screenshot_2025-11-18_at_10.53.32_PM.jpg?t=1764617312) Follow image link: (https://www.fullcast.ai/the-revops-advantage/?utm_campaign=16537492-This%20Week%20in%20RevOps%20Weekly%20Newsletter&utm_source=email) Caption: ## **Did you hear? Fullcast published a book! ** The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews–driving alignment, executing seamless handoffs, and making every move data-driven. Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs. View image: (https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/a92f3af8-c73a-4ba6-8534-bcab8f38d9c2/Amy-Headshot.jpg?t=1764602148) Caption: **Amy Osmond Cook, PhD** _Cofounder and CMO at _[_Fullcast_](https://na2.hubs.ly/H01flYw0) [amy@fullcast.ai](mailto:amy@fullcast.ai) (949) 813-0182 [**Connect with me on LinkedIn**](https://www.linkedin.com/in/amyosmondcook/) [**Schedule a meeting with me**](https://calendly.com/amy-fullcast) ---------- ### Sincerely, The Fullcast Pay Team. ---------- ——— You are reading a plain text version of this post. For the best experience, copy and paste this link in your browser to view the post online: https://commissionly.beehiiv.com/p/sales-turnover-hits-35-why-cros-must-own-the-commission-plan
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